Sr Account Manager-HVAC and OEM

The future is what you make it. When you join Honeywell, you become a member of our global team of thinkers, innovators, dreamers, and doers who make the things that make the future. Our mission is to attract, retain and develop diverse and highly motivated, entrepreneurial employees striving to flawlessly deliver superior value to our customers every day. 

The Account Manager uses broadly recognized subject matter expertise to influence customers toward Honeywell solutions. You will provide external and internal consultations and help Honeywell teams develop and maintain the right product messaging, customer support, and training. You will drive cross-functional alignment to customer needs. You will participate in pursuit strategy planning and customer negotiations. You may consult prospective users on product capability. You may provide valuable input for product development.

Time Allocation in the Future State Sales Motion

5% Identifying and penetrating new customers and markets 75% Growing and expanding spend in the existing customer base  10% Maintaining revenue from existing customers 10% Supporting customer sales inquiries

Responsibilities

Key Responsibilities

• Drive demand and deliver Revenue AOP 
• Drive demand and deliver Order AOP 
• Manage the Platinum CPP accounts and other business metrics as VCM & Price realization.
• In charge of reviewing SMA Agreements, SMA renewals, price increases, MOV, etc. 
• Engage with end-user customers individually, with a front-line seller/product specialist, or with a distributor representative to create and close opportunities and create demand.
• Attend sales calls with big game hunters to recommend products, provide technical sales support, and identify help needed in closing large opportunities
• Disciplined approach to key customer relationships including regular visits focusing on areas such as innovation, brand marketing, Co-Marketing initiatives, Tour strength, Retail Channel trends, and Quarterly Business Reviews
• Work directly in the field one on one with Product Specialists/Front-line Sellers to increase product and regulation knowledge and assist in closing opportunities for end-user customers. Accomplished in sales visits through product recommendations, demos, and training
• Review pipeline, monitor trends, add coaching notes, and work with zone managers on help needed
• Signal the LOB demand to supply chain by means of a detailed forecast, SIOP.  Make manual adjustments when necessary. Notify demand planners of large impact buys or other unexpected surges to demand.
• Work closely with Program Management, Product Offering, and Engineering to manage customer development requests to ensure adequate and effective use of internal resources to achieve New Product Development On-time Delivery metric.
• Drives front-end customer discussions regarding global brand manufacturing footprint strategies
• Develop sales forecast to a business plan, including business strategies based on OEM
• An inner drive to understand, communicate and exceed established agreed-upon goals
• Proven ability to generate respect and trust from staff and external customers
• Travel up to 50% both domestically and internationally

Qualifications

MUST HAVES

• Established and proven OEM relationships and negotiation skills
• Experience with engineering
• Experience with product development and offering
• Contract negotiation expertise
• Sales Experience in life/safety, BMS, security, or related industry
• Sales experience in Fire Detection Systems and related advanced technologies
• Product management experience
• Brand management experience
• Strong sales, commercial, and negotiation experience required

WE VALUE

• Bachelor's degree
• Exceptional customer communication skills and relationships within industrial/building technology business. 
• Communicate effectively in both oral and written formats and to various levels of customer and management audiences
• Maintain excellent customer service and provide creative and efficient communication to the team on any opportunities, or threats to the business
• MBA, master’s degree   
• Demonstrated ability to develop and foster strong customer relationships
• In-depth knowledge of Honeywell and competitor platforms, products, and technologies
• Familiarity with industry regulatory requirements and future mandates

The salary range for this position is ($100000-130000).  The actual base salary offer will depend on a variety of factors including experience, education, geography and other relevant factors.

This role is INCENTIVE eligible

The application period for the job is estimated to be 40 days from the job posting date; however, this may be shortened or extended depending on business needs and the availability of qualified candidates.  

"In addition to a competitive salary, leading-edge work, and developing solutions side-by-side with dedicated experts in their fields, Honeywell employees are eligible for a comprehensive benefits package. This package includes employer subsidized Medical, Dental, Vision, and Life Insurance; Short-Term and Long-Term Disability; 401(k) match, Flexible Spending Accounts, Health Savings Accounts, EAP, and Educational Assistance; Parental Leave, Paid Time Off (for vacation, personal business, sick time, and parental leave), and 12 Paid Holidays. For more information visit: Benefits at Honeywell"

 

Honeywell Technologies is a global, pure-play automation company with a legacy of innovating to help solve the world’s most mission-critical challenges, enhancing the quality of life for people and communities around the world. We serve the building, industrial and process sectors with a broad portfolio of services, solutions and products, underpinned by our Honeywell Technologies Accelerator operating system and Honeywell Technologies Forge intelligence layer. By combining the deep domain expertise of our more than 50,000 employees with decades of data from our global installed base, we are uniquely positioned to lead the industrial sector’s transition from automation to autonomy.